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5 WAYS TO USE FRACTIONAL SALES MANAGEMENT TO YOUR ADVANTAGE

FULL Article Here:
https://www.proact.ca/blogs/post/7-ways-to-use-fractional-sales-management-to-your-advantage

You may be wondering how, specifically, a fractional Sales Leader can give you an advantage with your team and in your market. Here are five ways small businesses typically use fractional sales management:

1. Assessing and Developing/Redesigning the sales process.
2. Assess and Develop/Overhauling reporting.
3. Coaching the CEO/Owner/Future Sales Leaders.
4. Reviewing/Replacing technology platform(s).
5. Navigating a revenue crisis.


Be PROACTive!

*** Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021. ***

https://www.proact.ca/
226-666-1070

Sales Management and Commercial Excellence through Sales Best Practice, People & Process Development, and Digital Transformation.

ASSESS, DEVELOP, and TRANSFORM

FULL ARTICLE:
https://www.proact.ca/blogs/post/creating-repeatable-sales

Quotas, sales goals, marketing targets, new leads, and new deals. The are common performance indicators of importance that salespeople want to hit. In sales, regardless of the industry you are in or who you are targeting the end goal is finding the ideal customer and securing the sale. This is achieved through a directed, systematic series of actions. The advantages of working with a systematic set of steps can be summed up in two words: CONSISTENCY and EFFICIENCY.

You've created a scalable revenue model when:

* You can add new hires at the same productivity level as the sales leader.
* You can increase the sources of your leads on a consistent basis.
* You have a sales conversion rate and revenue that can be consistently forecast.
* The cost to acquire a new customer becomes significantly less.
* Customers get the right products in the right place at the right time.

A repeatable revenue model is the platform for growth. However, it takes the experience, experimentation, and research of an seasoned sales leader before you hit on one that's truly sustainable.


Be PROACTive!

*** Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021. ***

https://www.proact.ca/
226-666-1070

Sales Management and Commercial Excellence through Sales Best Practice, People & Process Development, and Digital Transformation.

ASSESS, DEVELOP, and TRANSFORM

Significant shifts in B2B buying will dramatically change B2B commerce over the next five years.

Progressive B2B sales organizations will understand that the traditional sales role will evolve, at least in part. Promoting individual sellers' performance proves to be a weak, mismatched means to address the oncoming fundamental shift in how buyers buy.
Instead, sales leaders must evolve their mindset from leading teams of individual sellers to leading the far broader effort of organizational team selling, embracing digital routes to market above all else.

Full Article: 5 Ways the Future of B2B Buying will be Rewritten
https://www.proact.ca/blogs/post/5-ways-the-future-of-b2b-buying-will-be-rewritten

A brief review of the top five customer buying trends will demonstrate why and examine the implications for sales leaders and their strategies. The story of evolving buying dynamics has two independent but parallel themes, digital and difficulty, each with dramatic implications for sales organizations.

Digital Trend 1: B2B customers radically discount the perceived value of sellers

Digital Trend 2: Customers reward rich digital buying experiences

Digital Trend 3: Customers' digital buying behavior allows more data analytics resulting in better coordinated customer engagement

Difficulty Trend 1: Customers' struggle to change decreases their ability to buy

Difficulty Trend 2: Customers become overwhelmed with high-quality information

Ultimately, sales is about selling. Irrespective of whether the role of human involvement in sales decreases over time, selling must still happen one way or another; the channel (human versus digital) is merely the means, not the end.


Be PROACTive!

*** Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021. ***

https://www.proact.ca/
226-666-1070

Sales Management and Commercial Excellence through Sales Best Practice, People & Process Development, and Digital Transformation.

ASSESS, DEVELOP, and TRANSFORM

Many hold the opinion that there will be a shift from the siloed, individual seller to a team based approach. In a recent interview (Covid-19 is Transforming Sales) I spoke to the future of the sales function. A great level of strategic planning and coordination will be needed to optimizing targeted selling across a team and team based selling well begin long before the organization and tactical execution of workflow development and resource assignment.

Full Article:
https://www.proact.ca/blogs/post/Creating-Quality-Sales-Pipelines

Covid-19 is Transforming Sales (Interview)
https://www.proact.ca/blogs/post/covid-19-is-transforming-sales


Team based selling will need the development of a collective and coordinated workflow(s). The goal becoming cross-functional alignment across all revenue related functions identifying the ideal customer (profile) and coordinated touchpoints along the customer's journey. In developing the sales processes, opportunity pipeline, and qualifying leads that meet the ideal customer profile, the holistic approach will increase salesperson productivity, shorten sales cycles, and accelerate growth.


Be PROACTive!

*** Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021. ***

https://www.proact.ca/
226-666-1070

Sales Management and Commercial Excellence through Sales Best Practice, People & Process Development, and Digital Transformation.

ASSESS, DEVELOP, and TRANSFORM

THREE BIG PREDICTIONS FOR SALES IN 2021

1. Go-To-Market teams won't win without managing buyer sentiment
2. B2B buyers will demand focused, curated experiences
3. Sales Reps will become micro-community managers

Revenue teams in every industry are still adjusting to the disruptions of a volatile year — missed quotas, significant shifts in strategies, and millions of outside sales reps moving inside.

We know 2021 will not usher in a miraculous return to “normal." The recovery poses longer-term challenges, especially for sales organizations.

But we also know the best go-to-market teams are those that choose to make the best out of a messy situation. 2021 presents major growth opportunities for organizations that can adapt and learn from the lessons this year taught us.

FULL ARTICLE: https://www.proact.ca/blogs/post/3-big-predictions-for-sales-in-2021


2021 has arrived. Is now the time to assess your sales program an consider high-performance sales leadership to drive revenue and reach your goals?

Be PROACTive!

*** Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021. ***

https://www.proact.ca/
226-666-1070

Sales Management and Commercial Excellence through Sales Best Practice Audits, People & Process Development, and Digital Transformation.

Contact us for more information on how to ASSESS, DEVELOP, and TRANSFORM your sales program and team today.